Rvp, Channel Sales

Summary

Join Coupa as the RVP, Channel Sales EMEA and develop and execute a comprehensive reseller channel sales strategy for the EMEA region. This strategic leadership role requires building successful channel sales programs, fostering strong partner relationships, and driving revenue growth. The ideal candidate will have extensive experience in enterprise SaaS solutions within EMEA, exceptional leadership skills, and the ability to thrive in a fast-paced environment. Responsibilities include strategy development, program execution, partner recruitment, relationship management, performance monitoring, cross-functional collaboration, market expansion, and team leadership. Coupa offers a collaborative culture, pioneering technology, and the opportunity to make a global impact.

Requirements

• Bachelor’s degree in Business or a related field
• 10+ years of experience in channel sales, with a focus on enterprise SaaS solutions, preferably in the EMEA region
• Proven track record of building and scaling successful channel sales programs
• Strong understanding of the EMEA market dynamics and competitive landscape
• Exceptional leadership and team management skills, with experience leading regional teams
• Excellent negotiation, communication, and relationship-building skills
• Strategic thinker with the ability to develop and execute complex sales strategies
• Strong analytical and problem-solving skills, with a data-driven approach to decision-making
• Ability to thrive in a fast-paced environment and manage multiple priorities effectively
• Willingness to travel as needed

Responsibilities

• Develop and implement a channel sales strategy for the EMEA region aligned with Coupa’s overall business goals. Identify key markets, target partners, and go-to-market strategies to maximize revenue opportunities
• Implement and oversee partner programs, including incentives, enablement initiatives, and scalable frameworks for partner recruitment, onboarding, and management
• Identify and recruit strategic channel partners in EMEA, including resellers, distributors, and system integrators. Negotiate and formalize partnership agreements to drive mutual growth and success
• Build and maintain strong, long-term relationships with EMEA channel partners. Act as the main point of contact, providing ongoing support and guidance to ensure partner success. Ensure partners are well-versed in Coupa’s product offerings, value propositions, and sales processes
• Establish key performance metrics and regularly analyze the performance of channel partners. Implement strategies to drive partner engagement and productivity. Provide regular reports and updates to executive leadership
• Collaborate with internal teams including sales, marketing, product, and customer success to ensure alignment on channel initiatives. Work on joint marketing campaigns, product launches, and customer success strategies in the EMEA region
• Identify new market opportunities and develop strategies for expanding into new regions and industry verticals within EMEA. Collaborate with regional sales leaders to support market penetration through strategic channel partnerships
• Lead and mentor a high-performing EMEA channel sales team. Provide support and professional development opportunities to help team members achieve their full potential

Preferred Qualifications

MBA

Benefits

Professional development opportunities